Research has pinpointed the four main reasons why long-term relationships end or never get started.
They’re worth sharing at your next sales meeting, especially at companies that are focusing on increasing customer loyalty.
They are:
- The salesperson didn’t care enough about the prospect’s needs, preferences or problems.
- The salesperson was more concerned with style, while the prospect was looking for substance.
- The proposal was more of a solution for the salesperson’s problems than it was for the prospect’s problems.
- The salesperson didn’t listen to what the prospect really wanted or failed to find a way to satisfy those needs.
